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Robert Seviour - EzineArticles.com Expert Author  

Robert Seviour is a working sales trainer, consultant and speaker who has helped his clients attract more than 1.2 million new customers … treble their earnings … and rake in more than $1 billion in brand new business. His occasional e-letters, share his proven sales-boosting techniques with younger sales people, business owners, and professional service providers.

[View Robert Seviour's Extended Author Bio]

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  • Are You New to Sales? - Here's a Four-Point Guide
    [Business:Sales] Are you new to sales? This article tells you the four key things to do when you are talking to customers. Follow these suggestions and make a success of your new job.


  • How to Defeat Procrastination
    [Business:Sales] If you put things off because you feel, 'It's got to be perfect', stop. Here is a far more effective approach, 'Good enough' is better in many fields, including sales.


  • How to Make Engineers and Techies More Commercially Aware
    [Business:Sales-Management] Engineers Can't Sell. They don't think they need to. But that attitude costs technology businesses hundreds of thousands in wasted opportunities. There's nothing complicated about increasing commercial awareness, it starts with some simple basics.


  • You Can Have As Many New Clients As You Want, For Any Business, With This Simple and Free Method
    [Business:Marketing] You can have as many new customers as you want, for any business, with a simple and free method. Try it before you spend a penny for advertising, marketing, websites or salespeople.


  • How to Sell Anything (For Anyone Who Feels That They Are Not a Natural Salesperson)
    [Business:Sales] There is a fundamental rule to sales, which if you know it, allows you to relax and do the job without nagging doubt that there is something unethical about selling. It's this; "The more people know what you do and where to find you, the more business you will get" 'Out there' are potential customers waiting to hear your sales message and ready to say 'Yes' to it. Let me explain; if you take any conventional product or service and offer it to a large number of appropriate people, you can be sure that ...


  • Fed Up, Broke and Lonely? Then Switch Off Your Computer
    [Business] Sitting in front of a monitor for most of the day is not likely to do much to improve your mood, social life or income. Switch off your computer and try communicating with the real world for a change and call a prospect.


  • Why Sales-Led Beats Product-Led If You Want Profit
    [Business:Sales] Focusing on products gives you better products, focusing on sales makes you more money. Why Sales-Led beats Product-Led if you want Profit.


  • For More Profit and an Easier Life, Focus on Repeat Business
    [Business:Small-Business] Focusing on winning repeat business is a fundamentally better strategy than settling for one-off deals. Don't make that mistake if you want an easier life and more money.


  • Do You Make These Sales Mistakes?
    [Business:Sales] The misfit in sales thinks like this. Make sure you don't if you want to succeed.


  • How to Hire a Really Good Salesman - And Avoid the Usual Expensive and Frustrating Mistakes
    [Business:Management] Hiring a good salesperson is difficult and if you pick the wrong person it can be expensive and damaging to your business. Here's a reliable approach to improve your chances.


  • Develop a Positive Attitude to Sales and Win More Business
    [Business:Management] Your attitude controls your altitude. Don't have an inferiority complex if you are in sales, be proud. Here is what selling truly means.


  • Showing Off Your Expertise Can Cost You the Sale
    [Business:Sales-Training] If you aren't careful, showing off your expertise can cost you the sale. It's a big trap for anyone in sales. If you are smart, keep your ego under control and all that deep product knowledge back unless the customer asks you a specific question.


  • The Top 5 Factors For Powerful Closing
    [Business:Sales] How much time and effort does it take to locate a prospect, get past the secretary barrier, catch the guy at his desk, arrange an appointment, travel to see him / her, fact-find, draw up a proposal, present it, deal with objections... A week, a month, a year?


  • Feeling Stressed? Then Defrag Your Day
    [Business:Productivity] Stressed out and inefficient? Here is a 4-word method to reduce the pressure and let you be more productive.


  • Mind-Reading - For Salespeople
    [Business:Sales-Training] Would you find it easier to get a sale if you could read your customer's mind? Here's how to do. Ask the right questions and listen carefully to the answers and your customer will tell you everything you want to know.


  • You Don't Need to Be Lucky to Earn More
    [Business:Sales] How much are you going to earn this week? You think it all depends on your luck? No it doesn't, let me prove that to you.


  • Make a Great Deal of Money by Operating a 'Sales Process'
    [Business:Management] High-power direct-sales companies always have a very clearly defined sales process because using it makes a great deal of money. There are many learning points you can take from them if your motivation is to make a lot of money.


  • Stretch Yourself, Perform Like the Top People
    [Business:Entrepreneurialism] If you like individual excellence rather than conformist, defeatist, mediocrity, here's what it takes to rise far above the rest of the field - 'massive action'. Thinking is great, it's definitely got its uses, but action trumps thinking. You can have the most brilliant thoughts, the greatest ambitions, conceive wonderful inventions, but until you've taken action, they have no more existence than a computer file you close without saving.


  • A Simple Structure For Persuasive Presentations
    [Business:Presentation] Have you ever witnessed a terrible sales presentation? I remember one which was so bad I couldn't look, it was so embarrassing. But it needn't have been, here is an easy-to-remember formula for persuasive presentations.


  • Is This Blind Spot Hurting Your Business?
    [Business:Management] In the 9 countries so far it has surprised me to find that the highly intelligent, well-qualified people in 'techie' companies are ignorant about an issue which has a direct bearing on how well their organization does. 'Do you know that you don't know?'


  • Gold Mining - For Salespeople
    [Business:Sales-Training] Whether in the Yukon or the city where you live, gold is everywhere. All you need is an efficient method, to locate it; here's a good one.


  • If You Want Success, Don't Join the Losers' Club
    [Self-Improvement] Here's what it looks like when you are down. But remember the bottle half empty is the same bottle that is half full. Change your perspective, don't join The Losers Club - the support group for people who keep having really bad luck.


  • 12 Universal Principles of Success
    [Self-Improvement:Success] You don't have to get your education at the school of hard knocks and the university of life. Here are 12 success fundamentals of the 'If only I knew then what I know now' variety.


  • Sales Engineer Jobs
    [Business:Careers-Employment] If you like technology, people, travel and want to earn good money, have you thought about a sales engineer job? Sales engineers are always in demand and they are paid more than technicians with comparable experience and qualifications. The work can be very interesting because over time a technical representative acquires a large body of knowledge of his specialization.


  • Get High Search Engine Ranking and Lots of Visitors With Two Simple Strategies
    [Internet-and-Businesses-Online:Search-Engine-Marketing] To draw visitors to your website from the results of a search engine, your listing needs to be close to the top, on the first page of results. But since many search terms produce hundreds of thousands of results, sometimes millions, how can you outsmart all the others who are trying for the same thing as you? Here are two simple, strategies, costing nothing apart from time which will get you high search engine ranking and lots of visitors.


  • Not Getting Enough Website Traffic? Consider This
    [Business:Marketing] If you build a web business without first considering the popularity factor, all the time and effort you invest may be wasted. I got this all wrong initially, don't make the same mistake.


  • A Powerful But Dangerous Manipulative Sales Technique
    [Business:Sales] Here is a manipulative closing technique. Learn it, but think twice before you use it, it's dangerously powerful.


  • Boost Sale Response With a Gimmick - 'Free Woman', 'Lumpy Package'
    [Business:Marketing] I've written a lot of sales messages, flyers, sales letters, press ads, AdWords, fax broadcasts and what those who don't like it call spam, (the term I used was targeted commercial email). Always searching for an edge, I tested every idea I could find and think of.


  • Win New Clients, Attracting Their Attention by Being Outrageous
    [Business:Marketing] The sales process begins with a prospect noticing your sales message. So try being outrageous - Richard Branson has built an empire with his showmanship. If you want more customers for your business, there is a powerful learning point to take from it.


  • How to Influence People
    [Self-Improvement] Do want to influence people? This job ad for boring but well paid work contains a powerful lesson.


  • Quick and Easy Ways to Make Lots of Money
    [Business:Entrepreneurialism] Can you resist those calls to easy riches? I can't. I've been a student of them for 45 years. Along the way I subscribed to numerous business opportunity newsletters and gave half a dozen MLM businesses a try.


  • To Write a Great Sales Message, Know That 'Me' is Bad But 'You' is Good
    [Business:Marketing] Do you write sales pieces for your business? If so have you ever had any training in how to do it? Most people haven't and they go about the task in a way which can only be explained as 'copying what went before' and the results are ugly. Here's a better way.


  • Do You Want to Sell More? Then Explain 'Benefits'
    [Business:Sales] If you are new to sales, be sure to avoid the trap of talking 'features' to your prospective customers. It's a big turn-off for them. Instead translate those features into relevant benefits - you'll get a lot of orders and happy customers.


  • Two Words - To Quickly Uncover Your Buyer's Motivations
    [Business:Sales-Training] Do you already know that open questions are an important tool for finding out what your prospect is looking for, and his or her motivations? It's a point to master in order to become a great 'sales interviewer'.


  • The Stealth Sales Technique
    [Business:Sales-Training] Forget about ABC - Always Be Closing. Here's a more deadly approach you can learn by watching how sheepdogs work. They know instinctively how to approach the close.


  • How to Set Sales Appointments on the Phone
    [Business:Sales-Teleselling] If you don't know what to say on the phone to set appointments, use this simple formula. It has been tested and found successful thousands of times.


  • Pick Up Easy Sales by Not Pre-Judging
    [Business:Sales] Pre-judging will lose you sales. Professional salespeople know this and treat all prospects with respect.


  • How to Sell to the Friendly But Indecisive Buyer
    [Business:Sales-Training] It's nice to meet friendly buyers, isn't it. But what if the pleasantness they exude is just a device to get rid of you without a fuss? If there's any doubt, clear it up by closing hard.


  • Two Explosive Motivation Techniques
    [Business:Management] The principal forces inducing the human race to take action are 'Stick' and 'Carrot'. Understanding how they work and which is the more powerful is essential if you wish to wield influence.


  • Salespeople - Shut Up and Listen to Me If You Want to Get the Order
    [Business:Sales-Training] Shut up and listen to the customer. Otherwise you may talk yourself out of an easy sale.


  • Two Simple Ideas to Increase Sales
    [Business:Sales] You can see more customers when you are on a sales trip using this simple idea. Find vital documents easily and look more professional too using an inexpensive office item.


  • Seven Deadly Motivations to Sell More
    [Business:Sales-Training] The Seven Deadly Sins are powerful motivations you can use in a sales message. If you can add to them arguments to reduce buyers' reluctance, you have potent weapons to make the sale.


  • High-Pressure Closing Technique #1
    [Business:Sales-Training] This is the classic pressure closing tactic. It's won a lot of orders for salespeople but can also cause a cynical reaction. So think carefully before you use it.


  • Do You Hate Selling? These Ideas Will Help
    [Business:Sales-Training] Many aspects of selling seem hard. Here's a tutorial on how to deal with the worst of them.


  • Four Ways to Convert Difficult Prospects Into Happy Customers
    [Business:Sales-Training] You've managed to get an appointment with the big boss, the top dog, the big cheese, the head honcho and you are a little nervous about how you will deal with somebody so important and powerful. Here are four ideas.


  • True Tales of a Road Warrior
    [Business:Sales] If your motto is not 'be prepared' you are inviting disaster. Here's a selection of the bad situations I've encountered in a my sales career. It's your warning to 'expect the unexpected'.


  • Become a Big Earner With 2 Simple Ideas
    [Business:Sales-Training] Some salespeople seem to have a special magic, they are always bringing in new, big deals. But if you have not been one of them so far, instead of feeling jealous and inadequate, let me show you how you can make as much money as them or more.


  • Good Morning - You Are Going to Die
    [Self-Improvement:Inspirational] How to get a Ferrari, a Porsche, a suitcase full of 100 dollar bills and spend time with Jennifer Lopez. Together with a swipe at miracles and religion.


  • The Tortoise, the Hare and the Salesman
    [Business:Sales] 'Good and steady' beats occasional greatness in the race for big earnings. Do the simple basics right and you will be the top performer.


  • The Salesman From Hell
    [Business:Sales-Training] Pushy, dishonest, ignorant and rude - the salesman from hell wants to make a commission off you. But will he? Is his approach successful?


  • Beat Your Major Competitors With This Customer Service Idea
    [Business:Management] A small change in how you get customer feedback can cost or make you millions. The big names get it wrong, you don't have to.


  • Salespeople Try This Way to Beat Hard Times
    [Business:Sales] Salespeople fall into a slump from time to time and it's not easy to get out of it. But try this method, it worked for me.


  • To Sell More, Choose Your Words With Care
    [Business:Sales-Training] If you want to be more convincing, avoid words and phrases which weaken the power of what you are saying. The effect, both positive and negative, is subliminal. Make sure it is working to your advantage.


  • How to Close the Sale
    [Business:Sales] For salespeople there is always tension as you approach the final stage of the sales process. Because it isn't until you ask that you know whether you are going to hear, 'Yes, I'd like to go ahead' or, 'No, I'll get back to you if I'm interested.' Turning more enquiries into firm sales is a highly geared activity. So here is a refresher course on what it takes to close professionally.


  • Does Sales Training Work?
    [Business:Sales-Training] Sales training can be very expensive, so is it worth it? Here's a review of your options from a cost/benefit perspective.


  • How to Recover From a Sales Slump
    [Business:Sales] Have you experienced a period when you simply couldn't sell? If your answer is no, then you are either one of the world's best salespeople or you haven't been doing the job very long. Here's a proven way to get back on track.


  • Look Right For Sales Success
    [Business:Sales] The way you look strongly affects your sales potential. Here's some guidance.


  • Improve Your Sales Figures With This Simple Technique
    [Business:Sales-Training] Keeping Sales statistics - sounds dull doesn't it? But here's the good news, if you record your sales activity, you will sell more without noticeable extra effort.


  • True Disasters in the Life of a Travelling Sales-Trainer
    [Business:Sales] 3 disasters in the life of a travelling sales-trainer. True stories of incidents which were not funny at the time.


  • 8 Steps of the Sales Process
    [Business:Sales] Don't discover the hard way that on-off selling is far less profitable than building a stable of happy clients who give you repeat orders. Here is an analysis of the reasons why repeat business is best.


  • Seeking Success? Then Understand the Importance of Sales
    [Business:Sales] Selling is important. Did you know that? For a moment I am going to assume that you didn't and ask you a few questions.


  • How to Sell at Higher Prices
    [Business:Sales] To sell at higher prices use this insight into the prospect's psychology. Let me explain it like this: If you won a lot of money, what would you spend it on? Now review that imaginary list to see if there are items within it which you could actually afford right now.


  • To Be Successful in Sales, Learn the Inner Game
    [Business:Sales] We all like buying things and hate being sold to. It seems as though there is something negative implicit in the word sell. But, hold your horses, here's a story which may make you think otherwise.


  • Work Less and Sell More With This Sales Approach
    [Business:Sales-Management] If your company is desperately busy producing quotations for customers, yet you aren't winning many sales, be alert for poor inquiry follow-up. A few minutes on the phone can be highly profitable.


  • Honesty - Your Best Sales Aid
    [Business:Ethics] Selling is an activity not known for its high ethical standards. But to be a highly successful salesperson understand how you gain, not lose, by being honest.


  • How to Sell More by Qualifying Your Prospect
    [Business:Sales-Training] Close more sales by qualifying your prospects; it saves time and frustration. Instead of attempting to sell to people who don't need, can't afford and aren't authorised to buy, qualify them by asking simple questions. It's part of being professional about selling.


  • How to Convert Difficult Prospects Into Happy, Sold Customers
    [Business:Sales-Training] Do you encounter aggressive customers who hit you with, ''Just Tell Me the Price'? This is how to deal With domineering prospects, take control and turn them into pussycats.




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